Best Practice Report

Creating An Integration Plan For A B2B Merger, Acquisition, Or Consolidation

Revenue Operations Is Key To Successful Plan Management During The Transition

February 23rd, 2024
Vicki Brown, VP, Principal Analyst
Vicki Brown VP, Principal Analyst
With contributors:
Cristina De Martini , Laura Cross , Christian Jibilian , Tyler Orleans , Ellen Lind

Summary

For struggling B2B organizations, cost controls may force retrenchment or consolidation of business units — or make the organization an attractive acquisition opportunity at better value for a company that’s thriving in tough times. When a company makes such strategic organizational decisions, revenue operations teams must integrate the operations of multiple teams while continuing to ensure customer value, drive stakeholder value, and keep the businesses operating smoothly during the transition. In this report, we outline how to create an integration plan for a company merger, acquisition, or consolidation across sales, marketing, and customer teams.

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